Emerging revenue opportunities for the channel with digital transformation

Digital transformation is a phrase that means many things to many people but for it to have any real relevance to the channel then it needs to mean a chance to make money. This guide will share some of the recent developments in the channel and the latest thoughts about the issue.

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IBM has overhauled its rebate structure to encourage resellers to sell a combination of technology and services in the growth areas of the market, including cloud and analytics.

Big Blue announced the measures at its PartnerWorld event taking place this week in New Orleans and is keen to get resellers aligned to its smarter cities, smarter commerce and social business initiatives.

The IBM solution accelerator incentive rewards those partners selling combined software and systems with two elements: a software and systems reward of 5% incremental revenue for selling IBM systems with a potential 15% rebate for putting that together with eligible software; and for those selling business solutions there is an additional 10% rebate on offer.

"Commerce, social business, cloud computing and analytics are all multi-billion dollar industries and we want to ensure that our business partners have the resources, skills and support they need to succeed in these markets," said Mark Register, vice president of software business partners, IBM.

"These new incentives are designed to help our business partners grow their businesses and continue to work with us to deliver simplified approaches to the complex challenges our clients are facing," he added.

There is also a chance to earn 1% in fees when users finance their purchase through IBM Global Financing.

IBM is keen to get resellers behind its smarter cities and social business campaigns and has some specific sweeteners to encourage the channel to get behind those activities.

On the Smarter Cities front, IBM's campaign to get integrated solutions used by those in charge of utilities, transport and education, those partners that use the SaaS referral incentive to pitch the intelligent operations center cloud offering will get 15% of the annual contract value of the sale. If a customer is buying a Smarter Cities project then it qualifies for a year's 0% interest free financing.

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